We’re looking for a Director of Global Sales Development to lead our amazing team!

The Director of Sales Development is responsible for developing and running a team that works closely with the marketing and sales teams to drive the growth of OpenLegacy revenue from new logos and in some cases existing accounts. The director will build and lead a global team of 15+ SDR managers and Sales Development Reps to ensure they are hitting and excelling key performance metrics. The successful candidate must be able to clearly understand sales and sales development processes and have the ability to diagnose issues and either implement solutions or work with necessary internal partners to optimize. The Director of Sales Development will ensure that the SDR team prioritizes and develops demand in target account engagement and consistently convert inbound inquiries.

Responsibilities:

• Successful leadership of Sales Development organization to achieve individual and team goals
• Accurately forecast sales development pipeline and proactively flag risk, and identify changes to address issues and optimize sales opportunities
• Develop a best in class model for people (hiring, onboarding, ongoing training, professional development, coaching, reviews)
• Work with Marketing to create an industry-leading demand engine; actively share insights and trends that inform performance improvements in account lists, campaigns, and operational processes
• Create, experiment, and implement new ways of engaging with prospects to increase conversion; identify and implement improvements to prospecting and qualification processes
• Identify, document and train SDRs on best practices, pitches, and objection handling
• Clearly understand and articulate OpenLegacy’s offerings, and more importantly evaluate and improve the same for members of the SDR organization

Qualifications & Requirements:

• 5 years of management experience of sales development working closely with a sales and marketing team with enterprise software experience
• Strong working knowledge of sales processes, Salesforce and SDR tools like  Outreach.io and SalesLoft
• Results-oriented, driven professional with a high level of energy that invigorates team members
• Confident ability to interact with seniors leaders whether prospective customers or executives within OpenLegacy.
• Demonstrated success and a proven framework for sourcing top candidates
• Collaborative, out-of-the-box thinker with success managing remote teams and booking meetings, even during COVID-19
• A natural leader and the ability to mentor, train, and provide actionable feedback to team members
• Experience interacting with potential clients on the telephone and over email to qualify leads and pinpoint sales opportunities
• Bachelor’s degree preferred or equivalent industry experience

Strategic cloud provider partnerships are a cornerstone of OpenLegacy’s strategy. Providing leading edge solutions to solve the most challenging business problems requires extensive partner relationships. The Director of Business Development, Cloud Providers partnerships will be responsible for the management and execution of OpenLegacy’s Cloud Providers programs globally.

The ideal candidate must have a deep understanding of the technology and business challenges faced by cloud provider partner network and work closely with OpenLegacy’s product management team to provide a global vision for how we should be addressing these challenges. The position requires that the successful candidate keep her/his finger on the pulse of the rapidly evolving market and industry trends served by OpenLegacy and work with the leadership team to identify and develop new technology partnering opportunities for the company. It is critical that this person have the intellectual horsepower, operational discipline and strategic vision that define the OpenLegacy business development leadership team.

What You Get To Do

• Drive revenue growth through existing and new Cloud Provider partners
• Create, manage, and execute global and regional Cloud Provider partner strategy
• Build and manage enablement programs focused on recruiting, educating, and empowering new partners while ensuring the success of existing ones.
• Build and nurture C-Level relationships across top partners

What You Bring To The Role

• Broad-based business professional with 10+ years of experience building Cloud Provider/Channel organizations at a global enterprise B2B software company
• Proven track record of closing strategic partnerships and transactions
• Demonstrated success running a partner organization
• Technical understanding, desirably also legacy backend systems
• Extensive experience presenting and negotiating senior level management (internal and external)
• High intellectual horsepower, high energy, with proven entrepreneurial track record of defining and delivery new initiatives
• Consistent track record of relentless operational execution
• Understanding of APIs/Integration/iPaaS and the business benefits
• International experience in managing and growing business in both developing and mature markets
• History of building strong internal relationships in a highly-matrixed, global organization
• Flexible and able to excel in a fast-paced, high-growth, fluid environment
• Excellent communication, presentation, and negotiation skills
• Target companies: Google Cloud., Amazon AWS, Microsoft Azure, VMware- Tanzu. - i.e. an experience in one of those companies is appreciated

An OpenLegacy Regional Sales Director leads sales initiatives in an assigned geographic or industry sector, and works with all members of the OpenLegacy team and Customer Team to facilitate the discovery of use cases for integration solutions based on the OpenLegacy API integration platform. 

An OpenLegacy Regional Sales Director will have a proven track record of sales in technology infrastructure projects as well as Digital Services solutions. A true hunter of opportunities with excellent communications and presentation skills and quota attainment year after year. Join the company that is changing the integration market with the OpenLegacy integration platform.

ESSENTIAL:

• Leadership orientation with the ability to organize, coordinate and excel in a dynamic environment
• Extreme attention to detail, follow-through and teamwork
• Solution consulting methodology
• Experience managing complex sales cycles from start to finish in a team selling environment
• Experience selling integration solutions
• Experience selling into the financial services marketplace
• 10+ years selling infrastructure solutions such as Enterprise Service Bus products into Mainframe and Mid-Range customers (IBM i) as well as open systems.
• Excellent written and verbal communication skills and strong cognitive ability especially with respect to understanding, documenting and describing complex use case and business and technology solutions
• Master’s degree or Bachelor’s plus advanced industry experience or extensive industry experience

BENEFICIAL:

• API integration solutions
• Experience in the Financial industry (Core Banking, CBR, FinTech)

We are looking for an experienced Business Development Representative (BDR) who wants to jump in head-first, help live out our vision and mission and support our amazing EMEA team.

The ideal candidate has the ability to quickly learn and articulate complex ideas and technologies, a competitive spirit/drive for results, professional integrity, and a strong desire to grow their sales career.

Responsibilities:

• Engage in prospecting efforts to advance high-quality inbound leads that expand the BD pipeline.
• Work closely with executives to develop and implement appropriate prospecting strategies.
• Conduct needs qualification calls with specific prospects as assigned.
• Constantly hit and exceed daily/weekly/monthly activity metrics
• Conduct weekly analysis of the BD pipeline and develop strategic plans to further cultivate network growth.
• Be a trusted member of the regional sales team, and work in close collaboration with regional sales managers and field marketing to define a joint strategy for developing business opportunities

Required Skills & Attributes:

• 3+ years of business-to-business sales or customer success experience
• Excellent relationship building and a strong sense of curiosity
• Demonstrated ability to extract information and business requirement from prospects
• Self-motivated and organized, with the desire to work in a fast-paced and exciting environment with peers who challenge you to be better
• Stellar communication skills with the ability to ask good selling questions that compel prospects to act
• Ability to quickly understand and demonstrate technology and business value proposition
• Excellent writing skills and ability to communicate clearly and effectively
• Excited by the challenge of building a world-class business that delivers not only a high return on investments but also has a meaningful impact on society
• Exposure to the functioning of higher education institutions through direct experience or deep affiliation with the education industry
• Bachelor’s Degree from a selective college or university required

OpenLegacy’s Composable Integration enables organizations with legacy systems to release new digital services faster and more efficiently than ever before. It connects directly to even the most complex legacy systems, bypassing the need for extra layers of technology. It then automatically generates APIs in minutes, rapidly integrating those assets into new and exciting innovations.

Dozens of organizations worldwide, including AIG, Citi, Liberty Mutual, MUFG, and UPC, use OpenLegacy to foster innovation and advance their technological superiority.

Our Partner Program:
The OpenLegacy Partner Program provides leading technology, system integrators, ISVs, solution providers, and value-added resellers with the ability to leverage our platform and build upon our core and legacy integration expertise to support their value proposition to customers globally. 

To learn more, visit our OEM, Partner Program, and Technology Interoperability Solutions.

Position Description: 

The newly opened position of Director, OEM & Strategic Technology Partnerships within our alliance organization is a reflection of our rapidly growing program and key to accelerating OpenLegacy’s growth through indirect channels. As an individual contributor, you will be working directly with the global svp of alliances and business development. You will be entrusted to grow existing and develop new strategic technology partnerships.

This role is best suited for a mid-senior level strategic alliances manager, eager to craft a best-in-class technology partner-centric organization with a worldwide impact.

Here are a few of the characteristics that will set you up for success in this role:

ESSENTIAL:

• Strategic thinker and relationship builder from the ground up
• 6-10 years of quota carrying, technology partnerships management experience, preferably in the enterprise software space
• High-energy, self-starter with keen attention to detail, follow-through, and ownership attitude
• Professional written and verbal communication skills and strong cognitive ability with respect to understanding, documenting and describing complex use cases and business and technology solutions.
• Bachelor’s degree and relevant industry experience
• Ability and willingness to travel when business normalcy resumes

BENEFICIAL:

• Familiarity with integration solutions
• Familiarity with packaged applications requiring interoperability with legacy systems (mainframe & midrange systems)

REMOTE LOCATION

OpenLegacy’s Composable Integration enables organizations with legacy systems to release new digital services faster and more efficiently than ever before. It connects directly to even the most complex legacy systems, bypassing the need for extra layers of technology. It then automatically generates APIs in minutes, rapidly integrating those assets into new and exciting innovations. Leading organizations worldwide, including AIG, Citi, Liberty Mutual, MUFG, and UPC, use OpenLegacy to foster innovation and advance their technological superiority.

The OpenLegacy Partner Program provides leading technology, system integrators, ISVs, solution providers, and value-added resellers with the ability to leverage our platform and build upon our core and legacy integration expertise to support their value proposition to customers globally. 

The Account/Sales Development Representative role within our alliance organization is key to supporting the execution of our charter of scaling OpenLegacy through indirect channels. You will be working directly with the global svp of alliances and business development and liaise with our worldwide alliances and sales teams.

You're expected to take ownership of the demand gen into our partner channel and manage the resulting pipeline velocity. This particular position is best suited for a hands-on, mid-level (Senior ADR/SDR, Sales Development Manager, Customer Success, Inside Sales Manager or Jr Partner Manager) ready to accelerate an extraordinary career in enterprise software alliances/sales.

Here are a few of the characteristics that will set you up for success in this role:

ESSENTIAL

• 4-8 years in business-to-business enterprise software sales development
• High-energy, self-starter with the ability to thrive in a dynamic environment
• Coachable, high desire to learn, and not afraid to bring forth and experiment with innovative ideas
• Keen attention to detail, follow-through, and ownership attitude
• Professional written and verbal communication skills and strong cognitive ability with respect to understanding, documenting and describing complex use cases and business and technology solutions.
• Ability to swiftly embrace and utilize sales automation and productivity tools like Salesforce, Groove, Spreadsheets
• Bachelor’s degree or equivalent industry experience

BENEFICIAL

• Familiarity with Enterprise Application Integration Platforms such as Informatica, MuleSoft, Tibco
• Experience prospecting into the financial services marketplace (directly or indirectly)

REMOTE LOCATION

SIMILAR POSITION TITLES

• Account Development Representative
• Account Development Executive
• Sales Development Representative

An OpenLegacy Regional Sales Director leads sales initiatives in an assigned geographic or industry sector, and works with all members of the OpenLegacy team and Customer Team to facilitate the discovery of use cases for integration solutions based on the OpenLegacy API integration platform.

An OpenLegacy Regional Sales Director will have a proven track record of sales in technology infrastructure projects as well as Digital Services solutions. A true hunter of opportunities with excellent communications and presentation skills and quota attainment year after year. Join the company that is changing the integration market with the OpenLegacy integration platform.

ESSENTIAL:

• Leadership orientation with the ability to organize, coordinate and excel in a dynamic environment
• Extreme attention to detail, follow-through and teamwork
• Solution consulting methodology
• Experience managing complex sales cycles from start to finish in a team selling environment
• Experience selling integration solutions
• Experience selling into the financial services marketplace
• 10+ years selling infrastructure solutions such as Enterprise Service Bus products into Mainframe and Mid-Range customers (IBM i) as well as open systems.
• Excellent written and verbal communication skills and strong cognitive ability especially with respect to understanding, documenting and describing complex use case and business and technology solutions
• Master’s degree or Bachelor’s plus advanced industry experience or extensive industry experience

BENEFICIAL:

• API integration solutions
• Experience in the Financial industry (Core Banking, CBR, FinTech)

An OpenLegacy Regional Sales Manager works with all members of the OpenLegacy team, and Customer Team to facilitate the discovery of use cases for integration solutions based on the OpenLegacy API integration platform. 

An OpenLegacy Regional Sales Manager will have a proven track record of sales in infrastructure projects as well as Digital Services solutions. A true hunter of opportunities with excellent communications and presentation skills and quota attainment year after year. Join the company that is changing the integration market with the OpenLegacy integration platform.

Essential:

• Self-starter mentality with the ability to excel in a dynamic environment
• Extreme attention to detail, follow-through and teamwork
• Solution consulting methodology
• Experience managing complex sales cycles from start to finish in a team selling environment
• Experience selling into the financial services marketplace
• 8+ years selling infrastructure solutions such as Enterprise Service Bus products into Mainframe and Mid-Range customers (IBM i) as well as open systems.
• Excellent written and verbal communication skills and strong cognitive ability especially with respect to understanding, documenting and describing complex use case and business and technology solutions
• Bachelor’s degree or equivalent industry experience

Beneficial:

• API integration solutions
• Experience in the Financial industry (Core Banking, CBR, FinTech)

We are looking for Java architects for a customer facing role. The job requires presenting the OpenLegacy API integration platform to large global enterprises, running pilots and projects and managing pre-sales activities.

The job requires:

• 4+ years Java full stack experience
• Pre-sale experience of 2+ years
• Team management experience
• Representative, presentation capabilities
• Integration and API development experience - an advantage
• Must be fluent in English
• Enterprise software experience in the financial sector - an advantage
• Energetic personality, team player, has a "can do" approach

An OpenLegacy Regional Sales Director leads sales initiatives in an assigned geographic or industry sector, and works with all members of the OpenLegacy team and Customer Team to facilitate the discovery of use cases for integration solutions based on the OpenLegacy API integration platform.  This is an individual contributor role to start, but has potential to grow into a managerial position.

An OpenLegacy Regional Sales Director will have a proven track record of sales in technology infrastructure projects as well as Digital Services solutions. A true hunter of opportunities with excellent communications and presentation skills and quota attainment year after year. Join the company that is changing the integration market with the OpenLegacy integration platform.

ESSENTIAL SKILLS:

• Self-starter mentality with the ability to excel in a dynamic environment
• Extreme attention to detail, follow-through and teamwork
• Solution consulting methodology
• Experience managing complex sales cycles from start to finish in a team selling environment
• Experience selling Enterprise solutions and software into the financial services marketplace
• 8+ years selling infrastructure solutions such as Enterprise Service Bus products into Mainframe and Mid-Range customers (IBM i) as well as open systems.
• Excellent written and verbal communication skills and strong cognitive ability especially with respect to understanding, documenting and describing complex use case and business and technology solutions

BENEFICIAL SKILLS:

• Strong technical background and understanding of API integration solutions, legacy environments
• Familiar with Legacy systems and can articulate architecture within the banking, Telco or insurance companies , that include but not limited to MainFrame, AS400, Oracle SQL and store procedures, SAP and others
• Knowledgeable within open source Microservices environments like Sprint Boot, Maven & Docker
• Experience in the Financial industry (Core Banking, CBR, FinTech)

PERSONALITY:

• Entrepreneurship: has passion and flexibility required to act effectively in a highly dynamic start up environment.
• Honesty & integrity: Does not cut corners ethically. Earns trust and maintains confidence. Does what is right, not just what is politically expedient. Speaks plainly and truthfully. Open to criticism and ideas.
• Organization and planning: Plans, organizes, schedules, and budgets in an efficient, productive manners. Focuses on key priorities.
• Follow through on commitments: Lives up to verbal and written agreements.
• Analytical skills: able to structure and process qualitative and quantitative data and draw insightful conclusions from it. Exhibits a probing mind and achieves penetrating insights.
• Proactivity: Energetic team player. Acts without being told what to do. Brings new ideas, plans and actions to the company. Can-do attitude!
• Ability to develop people: Coaches people in their current roles to improve performance and prepares them for future roles.

Travel up to 50% in APJ

We are an equal opportunity employer.

We are looking for a Solution Engineer in a customer facing capacity. The role requires the candidate to proactively understand the lead/prospect/customer’s business requirements, and present the OpenLegacy API integration platform to answer those needs. The candidate will have worked with large global enterprises by running proof-of-concepts (POC), pilot projects and managing all pre-sales activities.

The candidate is also required to present OpenLegacy’s solution at marketing events, evangelize and articulate the value propositions of our solutions to client C-suites and Head of IT. He/she is a team player who can work and coordinate with internal teams including but not limited Sales, R&D, Customer Success to help close deals and ensure customer ROI.

ESSENTIAL SKILLS:

• 8+ years of Pre-sale experience
• 3+ years of delivery or implementation experience
• Expert software/solution demo and presentation skills
• Great listener involved in discovery of lead/prospect/customer business requirements
• 4+ years Java full stack understanding
• 2+ years Microservice, Integration and API technologies with demo/POC/Pilot experience
• Enterprise software experience in the financial sector
• Excellent written and verbal communication skills and strong cognitive ability especially with respect to understanding, documenting and describing complex use case and business and technology solutions

PERSONALITY:

• Entrepreneurship: has passion and flexibility required to act effectively in a highly dynamic start up environment.
• Honesty & integrity: Does not cut corners ethically. Earns trust and maintains confidence. Does what is right, not just what is politically expedient. Speaks plainly and truthfully. Open to criticism and ideas.
• Organization and planning: Plans, organizes, schedules, and budgets in an efficient, productive manners. Focuses on key priorities.
• Follow through on commitments: Lives up to verbal and written agreements.
• Analytical skills: able to structure and process qualitative and quantitative data and draw insightful conclusions from it. Exhibits a probing mind and achieves penetrating insights.
• Proactivity: Energetic team player. Acts without being told what to do. Brings new ideas, plans and actions to the company. Can-do attitude!
• Ability to develop people: Coaches people in their current roles to improve performance and prepares them for future roles.

Travel up to 50% in Asia.

We are an equal opportunity employer.

We are looking for a Channel Manager to join our incredible APJ team!

The Channel Manager is responsible for creating and sustaining new sales, contracting, establishing and keep a good working rapport with resellers, various departments and dealing with channel programs. The CM communicates with clients about products and offered services and works with promotion to increase sales through events and other activities, as well as expand relationships of existing customers.

Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Constantly learns different sales techniques and information on new products relevant to the industry.
• Provides regular reporting of estimate and pipeline.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively recruits new qualifying partners. Conducts contract negotiations with customers.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Travels up to 50%.

Required Skills & Attributes:

• Must have a degree in business or sales management. The course should focus on marketing, advertising, and business.  A Master's degree is preferred.
• A minimum of five years’ experience in overseeing channel partnerships, efficient presentation in skills, and have knowledge in using different software. 
• Possess leadership skills and suggests ideas for the company’s development.
• Able to direct a channel with multiple accounts and partners.
• Promote teamwork and camaraderie amongst staff.
• Communicates well, document reports, and possess good interpersonal relationships with co-workers.

We are looking for a Strategic Enterprise Sales Director for our incredible APJ team!

As the Enterprise Sales Director, you will be responsible for defining the sales strategy for the region and the effective growth and leadership of a small team of Account Executives. In addition, you will drive sales growth within OpenLegacy’s most important strategic customer accounts and define strategies and account plans for growing revenue, identifying enterprise-wide opportunities, and successfully managing at both the strategic and operational levels.

Responsibilities:

• Quota responsibility for large account book of business to meet and exceed sales goals.
• Lead and manage a team of Enterprise Account Executives including resource management, hiring, mentoring, developing and performance management.
• Supporting the team of Account Executives by participating and leading in client meetings.
• Strategic advisor providing ideas and input on the best ways to grow OpenLegacy’s revenues through these strategic large accounts. Your input will drive initiatives within multiple departments, including Sales, Marketing, Development, Customer Success, and Operations.
• Define organizational and territorial structure for future growth, planning to add headcount while managing top-line revenue and cost of sales.
• Ensure internal processes are followed, including the team’s adherence to tracking customer and transactional information in sales and operational processes. Define new processes to increase overall productivity.
• Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts, and customer care.
• Travel up to 50%.

Required skills and attributes: 

• Minimum of 10 years in Enterprise Software Sales and 6 years of Sales Leadership experience
• Met and exceed your quota in the last 3+ years
• An undergraduate degree in business, marketing, or related discipline is required
• Analytical approach to sales and decision-making processes. Capable of assessing the company holistically
• Significant experience managing both the direct and indirect sales functions
• Proven track record as a consistent top-performing sales leader and leading sales team that exceeds revenue goals
• Total command of Salesforce.com
• Ability to develop consultative relationships with customers and partners to understand needs and identify opportunities
• Superior negotiation skills with the ability to overcome objections
• Superior internal communication and presentation skills, demonstrating influence and persuasion.